The most important part of making a sale

Most people think sales is all about the initial pitch. This business owner, however, says differently – and he shares some first-hand tips on how to achieve the best results.

“My clients can go direct, they can do their own research. The internet was meant to end what I do. They can go to my competitors. They can sometimes decide not to do anything … I have to show the value first.”

As a broker connecting clients with motivational speakers, Keith Harwood, founder of Inspire Speakers, has faced – and continues to face – considerable threats to his business. Yet the company is maintaining a healthy growth trajectory.

In this week’s episode of the My Business Podcast, Keith discusses how he is meeting these many challenges and his thoughts on:

• The thing he believes is most crucial to making a successful sale• How to cope with digital disruption • Dealing with channel conflict as a ‘middle-man’ service provider